Recently, during an initial meeting with a CIO from a large multinational headquartered in the US, our team was asked the question, ‘what makes you think you can optimize and manage our software, cloud and service licenses better than our current provider?’
Being asked a question like this is no surprise; indeed, we hear it regularly and, what’s more, would fully expect that a CIO would want to know a potential partner’s differentiators. But while the question in itself is unremarkable, it is the motivation behind the question that is noteworthy. We are posed these types of question because there is an assumption that all Software Asset Management companies are much of a muchness, offering commoditized services that deliver the same kind of outcomes. Yet this simply isn’t the case.
Here are just two of the reasons we can confidently explain what sets Livingstone apart from other providers:
1. We are a truly independent SAM/ITAM service provider
Many SAM and ITAM providers also resell cloud, software and hardware licenses. This means that the same company that is advising you on how to right-size your IT estate in order to bring down costs, is also being incentivized by the vendor or cloud provider to sell you more – a conflict of interests perhaps?
Worse still, some SAM providers also act as third-party auditors for vendors. They will be making money if your estate doesn’t comply with your licensing entitlement, yet they will also be making money from you by helping you ensure you do comply. They hold all the cards.
Livingstone has no such conflicts. We only work for our clients, never for the vendor and/or service providers that supply them. Our entire business model revolves around delivering savings and value to you and you alone, and this places us in a position to achieve the best possible commercial and contractual outcomes for our clients.
For more on why independence matters, please read our recent blog
2. We hire practitioners, not career-consultants
Not all SAM experts are created equal. Many organizations rely on career consultants to analyze the data generated by SAM tools and manage their estates on an ongoing basis. These consultants often have extensive experience of optimizing deployments, which is a positive, but there is a missing part of the puzzle. They don’t always understand what makes vendors tick.
At Livingstone, we hire experts who have worked inside vendors and service provider organizations, so they have seen first-hand how sales teams are incentivized, they know exactly which buttons to press in order to secure favorable terms and, what’s more, they themselves have been responsible for negotiating on behalf of the vendor so know exactly what deals the vendor can and will agree to. Indeed, they are able to impart countless other nuggets of information that can be invaluable during a contract negotiation or audit.
These are just two of the reasons why it is straightforward for us to explain what makes us different.
For more information, please email us on info@livingstone-group.com or fill out this form and one of our contract experts will be in touch.
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About the Author
David Gemuenden, Vice President, Global Operations
David is a senior technology executive with over 20 years hands-on experience in developing strategy and vision for organizations that align IT solutions with business needs. He is well versed in setting clear goals and building team-based cultures of participation and accountability resulting in increased employee efficiency and loyalty. David's technical and leadership foundations formed by years of experience in full lifecycle solutions architecture, marketing, delivery and support give him the breadth of experience combined with a track record of success. He brings a unique perspective and has the ability to bridge customer requirements with business realities, resulting in a more efficient and cost-effective organization.